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Module 3: Opportunities & Accounts (Core)
Sales pipelines, opportunity processes, and forecasting
⏱️ Estimated reading time: 40 minutes
Chapter 7: Accounts and Person Accounts
Person Accounts:
Merge Account and Contact into one record. Designed for B2C.
- *Warning:* Cannot be fully disabled once enabled.
Account Hierarchy:
Links parent/child companies. Note: Security permissions do NOT trickle down the hierarchy.
Account Teams:
Manually grant access to a group of users for a specific account.
Merge Account and Contact into one record. Designed for B2C.
- *Warning:* Cannot be fully disabled once enabled.
Account Hierarchy:
Links parent/child companies. Note: Security permissions do NOT trickle down the hierarchy.
Account Teams:
Manually grant access to a group of users for a specific account.
🎯 Key Points
- ✓ Use Person Accounts only for pure B2C.
- ✓ Account Teams solve 'Private Sharing Model' issues.
Chapter 8: Opportunity Management & Path
Sales Processes:
Define available Stages. Assigned to a Record Type.
Exam Scenario:
'Company sells Software (Cycle A) and Hardware (Cycle B)'.
*Solution:* Create 2 Sales Processes and 2 Record Types.
Path:
Visual bar showing Key Fields and Guidance for Success per stage.
Define available Stages. Assigned to a Record Type.
Exam Scenario:
'Company sells Software (Cycle A) and Hardware (Cycle B)'.
*Solution:* Create 2 Sales Processes and 2 Record Types.
Path:
Visual bar showing Key Fields and Guidance for Success per stage.
🎯 Key Points
- ✓ Sales Process controls Stages.
- ✓ Record Type controls Page Layouts and Sales Processes.
Chapter 9: Opportunity Teams & Splits
Opportunity Splits:
Allows splitting credit.
1. Revenue Split: Sum MUST be 100%. Affects Forecast.
2. Overlay Split: Sum can exceed 100%. For support roles.
Opportunity Teams:
Grants Read/Write access to collaborators.
Allows splitting credit.
1. Revenue Split: Sum MUST be 100%. Affects Forecast.
2. Overlay Split: Sum can exceed 100%. For support roles.
Opportunity Teams:
Grants Read/Write access to collaborators.
🎯 Key Points
- ✓ Revenue Splits must always equal 100%.
- ✓ Overlay Splits can be any percentage.
Chapter 10: Quotes and Orders
Quotes:
Multiple quotes allowed, but only one Synced Quote. Syncing overwrites Opportunity products.
PDF Generation:
Standard functionality to generate and email Quote PDFs.
Orders:
Agreement to provide goods. Usually generated upon Closed Won.
Multiple quotes allowed, but only one Synced Quote. Syncing overwrites Opportunity products.
PDF Generation:
Standard functionality to generate and email Quote PDFs.
Orders:
Agreement to provide goods. Usually generated upon Closed Won.
🎯 Key Points
- ✓ Modifying a synced Quote updates the Opportunity.
- ✓ Orders can reduce inventory.